The Major Markets Growth Leader is responsible for the maintenance and growth of key markets, including the Critical Minerals Strategic Growth Area, in Private Sector Business Unit (PSBU) through market and client strategy development. For this position, they will play a lead role in formulating and executing sales strategy and will be a key member of the Strategic Growth Area Leadership (SGAL) teams. Key engagements will include Mining, Manufacturing, and Power Markets, as well as a leadership role in the Production Market Area (PMA).
The primary function of this role is to partner with the Market Area Directors (MADs), PSBU Growth Leader, Area Growth Leaders (AGLs), Market Sector Leaders (MSL), Area Practice Leaders (APLs), Regional Practice Leaders (RPLs) and the Area Marketing Managers (AMMs) to grow and maintain a thriving, profitable business in targeted markets. They will advance a client-focused sales culture while serving as a model for sales leadership and will report to the PSBU Growth Director.
A successful candidate will be an experienced Industrial Water (civil/environmental) industry leader and will demonstrate in-depth understanding of how to analyze and capture market conditions and opportunities. They will have prior experience in leading experienced technical, management, and marketing staff.
Detailed Description:
- Lead annual business planning, sales forecasting, and strategic planning for Strategic Growth Areas, including the Critical Minerals Strategic Growth Area
- Contribute to annual business planning, sales forecasting, and strategic planning for select Market Sectors.
- In collaboration with the MADs, PSBU Growth Director, MSLs and AGLs contribute to the sales plan and delivery of metrics. This includes:
- Serve as a Client Service Manager (CSM) and mentor other CSMs.
- Define, articulate, and successfully execute market and operations strategies.
- Develop and contribute to the Sales Plan for clients annually in collaboration with MADs and CSMs.
- Work with Project Managers (PMs) and CSMs to develop strategic staffing plans to meet market growth needs.
- Establish, monitor, and meet business development budgets.
- Drive business development, marketing, and proposal efforts to maximize results.
- Partner with RPLs, APLs, local managers, and CSMs to understand client needs and align the sales program to capture the most opportunity.
- Drive connectivity between AGLs, MADs, MSLs, APLs, RPLs and CSMs.
- Work with MADs and PSBU leaders to implement succession planning and development of CSMs.
- Play an active role in new and ongoing pursuits and campaigns, serving as pursuit leader in select cases.
- Capture market share and drive a minimum of 10% annual growth.
- Achieve new business sales goals within assigned sales budgets.
- Achieve the target capture rate.
- Achieve sale profit targets.
- Collaborate with local and national colleagues to ensure the most appropriate resources are deployed for the greatest project success and client satisfaction.
- Travel up to 30% a month?
In addition, the candidate will:
- Continue to develop and invest in themselves as a business leader.
- Develop relationships and a working knowledge of the key entities, agencies, competitors, and clients in the business market.
- Be “market visible” by attending key client meetings and professional organization events.
- Become very familiar with the staff and capabilities of the PSBU business.
- Build trusting relationships with staff.
- Demonstrate skill and thoughtfulness of the sales team during all phases of the sales process utilizing Brown and Caldwell’s Plan to Win (PTW) approach to sales
- Develop proficiency with the technology systems used to support business operations.
- Grow business instincts and acumen through observation, direct questioning, and the acceptance of challenging work assignments.
Desired Skills and Experience:
- Bachelor’s degree in engineering or related degree (Industrial Water related technical degree preferred).
- Strong business acumen and experience developing sales and pursuit strategies – personal experience engaging on key pursuits including development of strategy, proposals, pricing and managing a team.
- Exceptional facilitator, communicator, critical thinker, and strategic writer.
- Minimum 20 years of experience in the environmental services and/or consulting industry required.
- Background in relationship-based sales and winning strategy, and proposal development for competitive opportunities.
- Strong professional network with ability to strengthen existing B2B (business-to-business) relationships and industry reputation to attract new clients.
- Strong leader, able to inspire, motivate and build cross-functional pursuit teams.
- Previous experience managing and mentoring a group or practice.
- Ability to monitor new market trends and participate in development and implementation of strategic and tactical planning.
- Strategic thinking with ability to drive innovative solutions to creatively grow our core and key clients – experience working with a broad range of project types and sizes with diverse clients, while navigating challenges in varying markets.
- Passion for leadership coupled with innate ability to influence the decision-making process.
- Outstanding organizational skills.
- Experience with collaborative delivery methods, including design-build, is a plus.
Salary Range: The anticipated starting pay range for this position is based on the employee’s primary work location and may be more or less depending upon skills, experience, and education. These ranges may be modified in the future.
Location A: $160,000 - $200,000
Location B: $176,000 - $221,000
Location C: $192,000 - $241,000
You can view which BC location applies to you here. If you have any questions, please speak with your Recruiter.
Benefits and Other Compensation: We provide a comprehensive benefits package that promotes employee health, performance, and success which includes medical, dental, vision, short and long-term disability, life insurance, an employee assistance program, paid time off and parental leave, paid holidays, 401(k) retirement savings plan with employer match, performance-based bonus eligibility, employee referral bonuses, tuition reimbursement, pet insurance and long-term care insurance. Click here to see our full list of benefits.
About Brown and Caldwell
Headquartered in Walnut Creek, California, Brown and Caldwell is a full-service environmental engineering and construction firm with over 50 offices and 2,100 professionals across North America and the Pacific. For more than 75 years, we have created leading-edge environmental solutions for municipalities, private industry, and government agencies. We strive to be the company of choice—to our clients, who benefit from our passion for delivering exceptional quality, and to our employees, present and future, who share our commitment to client service, collaboration, and innovation. Join us, and you will find a home where you can do your best work, reach new levels of expertise, and enjoy exceptional development opportunities. For more information, visit www.brownandcaldwell.com
This position is subject to a pre-employment background check and a pre-employment drug test.
Notice to Third Party Agencies: Brown and Caldwell does not accept unsolicited resumes from recruiters or employment agencies. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement and approved engagement request with Brown and Caldwell, Brown and Caldwell reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
Brown and Caldwell is proud to be an EEO/AAP Employer. Minorities/Women/Disabled and Protected Veterans are encouraged to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act of 1964
